The Final Four: Linguistic Pitfalls Part Two

Well. . .it seems like some of my readers have been paying careful attention. I like that. A while back I wrote an article about the eight most common avoidable pitfalls in language--but, if, try and might. Hey, that's not eight! What are the other four? Several people commented on my blog that I was utilizing the open loop method of persuasion by saying there were eight, and only revealing four. Was this intentional? Maybe.

Now whether or not I was being sneaky and slipping in an open loop on purpose . . well, I'm not going to admit or deny that at this time.

Well. . . if you've been awaiting in eager anticipation part two, thanks.

Would have, could have, should have or, if you prefer, woulda, coulda, shoulda.

The problem with these phrases is that they're all in past tense. While this doesn't seem on the surface to be problematic, they can have a seriously negative impact on your persuasion message.

Keeping our prospects and clients present with us is a huge part of persuasion. We don't want to push them into their heads, into the past, with what could, would or should have been. We want them to "be here now", with us selling to them now, and them buying now.

In addition to their nostalgic taint, these words create a whining atmosphere and reek of regret. Whaa! 'I should have done that. If I had been in a better mindset, I would have taken advantage of the situation. If I would have known. . .things would be so much better.'

Last but not least. . .

Can't. When we 'can't', we are defeated. Can't is a negation and poses a persuasion hazard in that it has the potential to cancel out all that we have worked for. I had a teacher in high school who forbade us to use the word 'can't' and I only fully understood why when I started teaching.

If you were to say, "You can't use negations", this forces your mind to first picture using negations then in some way negating that picture.

When you say, 'I can't sleep', what happens? Well, first off, you definitely can't sleep.

Any negation forces the mind to think about the very thing that you don't want the person you're persuading to do. As you know, one of the most important elements to any persuasion is to get the person who you are persuading to make a mental image of doing what you want them to do.

Words like "can't" create the very image you don't want the person to make.

There are some very powerful and creative ways to use negation -- just be careful that you use it properly or not at all until you're comfortable with it.

Okay. Happy now?

About the Author

Kenrick Cleveland teaches techniques to earn the business of affluent prospects using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion techniques.

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